In lots of deals and negotiations, much time is spent on cost. side negotiating for the highest amount they can get and the other negotiating as hard to keep the number as small as feasible. And while I won't say this is not important, because it definitely is, often the actual dollar amount may not be the most important issue on the table, and sometimes even when it is the most important, there's other variables that are equally important or as important that can be major influences in the final outcome. They have all heard tales of the who refuses to accept a gigantic amount of money, because what the person wishes is for the other party or side to admit to wrongdoing and apologize. For a person such as this, the principle of the thing is the most important, and money does not matter. There's other circumstances where issues other than money will make or break negotiations and in the finish can be the factors in making better deals.
I have seen episodes of "Shark Tank" on tv where the Sharks offered to buy the name, or the whole business, and then license the idea out to other manufacturers and so forth, and besides the preliminary money offering, provide a continuous royalty to the seller for life on all profits the idea makes. Some people have accepted such an offer, and others have refused because they desired to stay a part of the business they helped generate. While selling everything and accepting a continuous royalty well might have made them rich, it was not . For some people, being a part of the businesses growth and every day activities was more important that making money. These people were willing to walk away to find other resources and continue their dream, which was not necessarily money, but the pursuit of their creation.
At other times, things other than money can turn out to be worth lots of more times that which is anticipated. Any who has ever watched "I Love Lucy" reruns on tv added to the net worth of Lucy and Desi, or their estate after they were gone. In the coursework of the negotiations for the show, Lucy and Desi negotiated for the right to rebroadcast the shows at a future date. At the time reruns were virtually unknown, because who would need to see a TV show over one time? The rights appeared valueless to the network, so the readily agreed to that part of the deal. An issue that wasn't money sure made Lucy and Desi lots of it.
There's lots of things that can be negotiated other than money. That is often what expanding the pie is all about. The creative negotiator will keep money in mind, but look for the other issues to negotiate the best deal feasible.
I have seen episodes of "Shark Tank" on tv where the Sharks offered to buy the name, or the whole business, and then license the idea out to other manufacturers and so forth, and besides the preliminary money offering, provide a continuous royalty to the seller for life on all profits the idea makes. Some people have accepted such an offer, and others have refused because they desired to stay a part of the business they helped generate. While selling everything and accepting a continuous royalty well might have made them rich, it was not . For some people, being a part of the businesses growth and every day activities was more important that making money. These people were willing to walk away to find other resources and continue their dream, which was not necessarily money, but the pursuit of their creation.
At other times, things other than money can turn out to be worth lots of more times that which is anticipated. Any who has ever watched "I Love Lucy" reruns on tv added to the net worth of Lucy and Desi, or their estate after they were gone. In the coursework of the negotiations for the show, Lucy and Desi negotiated for the right to rebroadcast the shows at a future date. At the time reruns were virtually unknown, because who would need to see a TV show over one time? The rights appeared valueless to the network, so the readily agreed to that part of the deal. An issue that wasn't money sure made Lucy and Desi lots of it.
There's lots of things that can be negotiated other than money. That is often what expanding the pie is all about. The creative negotiator will keep money in mind, but look for the other issues to negotiate the best deal feasible.
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